Offers quick yet comprehensive guide to the basics of successful selling: prospecting, dealing with objections, negotiation, and more.
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"it's[thebook] a crash course in cold-calling,closing,managing client relationships and surviving office politics." -- Fortune Magazine
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Fortune magazine, “Ask Annie”: “It’s [the book] a crash course in cold-calling, closing, managing client relationships and surviving office politics.”
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Most Helpful Customer Reviews
2 of 2 people found the following review helpful:
5.0 out of 5 stars
Wonderful for getting started, or restarted!,
By
This review is from: The Instant Sales Pro: More than 600 Tips and Techniques to Accelerate Your Sales Success (Paperback)
Short, punchy chapters teach you about prospecting, the selling process, getting on the customer's wavelength, dealing with objections, convincing strategies, people issues, closing, partnership selling, technology, career effectiveness, organizational effectiveness, and personal development. The author uses lots of bulleted/numbered lists which supply practical details on how to respond to particular common situations. This is clearly a book for the beginner, but it's another great book to add to your bookshelf!
5.0 out of 5 stars
Start applying these tips immediately to your own business sales efforts,
By
This review is from: The Instant Sales Pro: More than 600 Tips and Techniques to Accelerate Your Sales Success (Paperback)
This book has been more useful to me than the last half dozen sales books I've read. I appreciate that this author doesn't waste the reader's time with fluff and gimmicks. Instead the author gives clear ideas on how to cut through obstacles, get to the person you want to talk to and maximize the precious few moments when you can peak the prospect's interest or screw up the opportunity. Even if you're good at getting your foot in the door, checkout the section about reading body language and dealing with objections.
Hope you found this useful.
4.0 out of 5 stars
Insightful!,
This review is from: The Instant Sales Pro: More than 600 Tips and Techniques to Accelerate Your Sales Success (Paperback)
It's hard to find a book that doesn't emphasize only one phase of the sales process, such as prospecting, at the cost of another phase, such as presentations. Cy Charney's authoritative manual lives up to its name and thoroughly covers all areas. The tips provide a comprehensive compendium of predominant wisdom on how to sell. This is essentially a book of lists - lists of prospecting tips, how to make presentations, how to overcome objections, how to close and more. This handbook is notable more for its breadth than the originality of its ideas, some of which are targeted to beginners. However, it does offer up-to-date coverage of newer technologies, such as Internet searching. The volume's minimalist organizational design actually suits its goal: providing straightforward information to those with a sincere desire to master the art of selling. We very highly recommend this book to those pursuing the noble profession of sales.
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Inside This Book
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First Sentence:
Prospecting is the key to your success. Read the first page New!
Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Prospecting is the key to your success. Read the first page New!
Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 5
books:
- Benjamin Franklin by Paul More on page 223
- Make a Movie That Tells a Story on page 206
- Leadership from Within by Peter Urs Bender in Front Matter
- Secrets of Power Marketing by Peter Urs Bender in Front Matter
- How to Close Every Sale by Joe Girard on page 124
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